FREE WEBINAR – Fundamental Challenges in Developing Your Business-to-Business (B2B) Sales Professional Skills

Date: 3 November 2020, Tuesday

Time: 11:00 AM – 12:00 PM (60 minutes)

Platform: Online – Zoom

Individuals entering, or new to the Sales function, are often unaware of the skills, knowledge and processes that will confront them. To be successful, it is important to identify any skill and knowledge gap, and to pursue a course that will fill those gaps & help improve competency on the pathway to being a productive Sales Professional. With a focus on Businesses selling to other businesses (B2B sales) this webinar will highlight some basic sales definitions and highlight generic skills & knowledge that may be required. Will highlight some lessons learned from experienced sales professionals, on where to focus their efforts.

Learning Outcome

• Understand the Skills & Knowledge required to be a Sales Professional
• Recognize 6 Fundamental Challenges new Sales Professionals often fail to absorb & address (Early – Customer – Value – Differentiation – Process – Ethics)
• Be able to provide examples where these challenges can impact your performance as a Sales Professional
• Recognize upcoming opportunities to develop knowledge, skills & competencies.

• Failure to Prepare – be “Early”

• Not knowing or understanding the “Customer”

• Not your interpreted “Value” … their “Value”

• Failure to “Differentiate” … price becomes the “Differentiator”

• Strategic, structured & consistent … have a “Process”

• “Ethics” failures & severe consequences

• Sales Professionals
• Marketing Professionals
• Business Development Professionals

Gary Foulis, Business-to-Business Sales Expert Trainer

Gary has spent the vast majority of his 36 year Schlumberger career working with the customer, whether in the sales function, relationship management, or marketing. He has worked in the Middle East, Far East & Asia, Australasia, the United States & Malaysia.

While Gary has more than 20 years of experience in Sales, Sales Management and Marketing, he highlights 13 years spent inside customer offices, and 5 years spent on an international school board &/or board committees.

Gary is specialized in the training of Sales, Presentations, Bidding, Negotiations, Field Opportunity Review & Price Increment.